Commercial Lead - NPC

Roche; Kuwait; On-site; KWD 60,000 - 90,000; Full time

Job summary

Roche in Kuwait seeks aSenior NPC Commercial Lead to own end-to-end commercial responsibilities for Near Patient Care products, with a CGM focus. You will lead the NPC team, manage distributor networks and MOH committee pathways, and collaborate with KAMs to unlock opportunities while steering planning and headcount justifications.

Requirements include a life sciences or business degree, 10+ years in medical devices/pharma commercial roles and 5+ years in leadership, with fluency in English and

Qualifications

• Bachelor’s degree in life sciences, business, or a related field; advanced degree a plus.
• 10+ years of experience in medical devices, diagnostics, or pharmaceutical commercial roles, ideally including diabetes care, CGM, or near-patient testing with a min of 5 years in a leadership position.

Responsibilities

• Lead and coach the NPC team to drive performance and scale as MOH penetration grows.
• Own distributor relationships end-to-end, including distributor salesforce and nurse educators, with joint planning.
• Coordinate MOH committee relationships to unlock the penetration pathway.
• Collaborate with KAMs to identify and pursue commercial opportunities across accounts.
• Track CGM sales against the 2030 target and build a business case for headcount investments.

Skills

Team Leadership

Coaching

Distributor Management

MOH Stakeholders

KAM Coordination

Education

Bachelor's degree in life sciences / business

Job description

At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters.

The Position

The Opportunity

The NPC Commercial Lead owns the end-to-end commercial responsibility on Near Patient Care products in Kuwait, with a special focus on the CGM. This is the central leadership role in the proposed structure, consolidating direct team
leadership, distributor and channel management, and MOH disease-committee relationships under a single point of accountability. The Lead drives HCP adoption through close, hands-on coaching of the Senior HCP Adoption Sales
Specialists, while personally owning the distributor team management and the committee pathways needed to unlock MOH penetration.

Key Responsibilities

• Team Leadership & Coaching: Provide direct leadership and coaching to the full NPC team, driving
  performance and building the team’s readiness to scale as MOH penetration unlocks growth.
• Distributor & Channel Management: Own the distributor relationship end-to-end, including the distributor’s
  salesforce and nurse educators, and lead joint commercial planning.
• MOH Committee Management: Own and coordinate relationships across the different MOH disease committees, orchestrating the requests needed to unlock the penetration pathway.
• KAM Coordination: Coordinate with Key Account Managers (KAMs) to identify and unlock commercial opportunities across all accounts.
• Reporting & Planning: Track the CGM sales trajectory against the agreed 2030 target and prepare the business case for further headcount investment volume justifies it.

Who you are

Required Experience and Qualifications

• Bachelor’s degree in life sciences, business, or a related field; advanced degree a plus.
• 10+ years of experience in medical devices, diagnostics, or pharmaceutical commercial roles, ideally including diabetes care, CGM, or near-patient testing with a min of 5 years in a leadership position.

-Fluent in English and Arabic.

Required Competencies and Skills

• Demonstrated success managing direct and indirect team members and navigating MOH or other public-sector stakeholder committees in Kuwait.
• Prior people-leadership or field-coaching experience, with the ability to drive performance through direct, hands- on management of a small team.
• Strong stakeholder management skills across MOH, CMS, KAMs, and distributor organizations.

Who we are

A healthier future drives us to innovate. Together, more than 100’000 employees across the globe are dedicated to advance science, ensuring everyone has access to healthcare today and for generations to come. Our efforts result in more than 26 million people treated with our medicines and over 30 billion tests conducted using our Diagnostics products. We empower each other to explore new possibilities, foster creativity, and keep our ambitions high, so we can deliver life-changing healthcare solutions that make a global impact.

Let’s build a healthier future, together.

Roche is an Equal Opportunity Employer.